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Rain Bird Central Control Against the Competition

Rain Bird Central Control Against the Competition. Central Control System Architectures. The indicates the location of the brains of the system A wide variety of Central Control Systems architectures are used in our industry Understanding these differences allows you to:

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Rain Bird Central Control Against the Competition

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  1. Rain Bird Central Control Against the Competition

  2. Central Control System Architectures • The indicates the location of the brains of the system • A wide variety of Central Control Systems architectures are used in our industry • Understanding these differences allows you to: • Target the best system for your customer needs • Understand the strengths and weaknesses of your system compared to competitor systems

  3. Multiple non-contiguous sites: • Architecture Type A • Web-based Central Server to individual satellite/decoder controllers • Products • Rain Master iCentral • Signature eConstellation • HydroPoint WeatherTRAK Pro ET • ET Water

  4. Advantages • Low start-up cost (no software to purchase) • Programming from any PC that has Internet access • Single (vs. multiple) enclosure/box installation • Single software instance is easy to maintain • Recurring revenue source for Manufacturer • Disadvantages • Expensive for larger systems or long-term control • Limited communication options • 100% reliant on Manufacturer, server, ISP, and communication vendor

  5. Target Customers • First-time Central Control users • Small number of sites/Satellites • Operating customers systems that may go to another low-bidder next year • Small Public Agency/Company where multiple people at multiple locations need control of the system

  6. Multiple non-contiguous sites: • Architecture Type B • Off-Site Central to individual satellite/decoder controllers • Products • Hunter IMMS (ACC) • Calsense ET1 • Rain Master Evolution • Toro Sentinel • Signature Constellation • Tucor • Baseline* • Acclima/Nelson • Rain Bird MDC** • Rain Bird IQ Phase 1

  7. Advantages • Enables two-way programming on some systems • Able to view/edit programs at the satellite • Single (vs. multiple) enclosure/box installation • Disadvantages • No overall system control or coordination • Some system require a separate communication connection with central for each Satellite • Each Satellite runs its own program and has limited or no interaction with other Satellites on the site • Requires separate sensors, MV, etc. for each Satellite

  8. Target Customers • Public Agency/Company that requires control of multiple small sites • Same person(s) need control at central computer and at Satellite (two-way programming)

  9. Multiple non-contiguous sites: • Architecture Type C • Off-Site Central to “router” device(then to additional satellite/decoder controllers) • Products • Hunter IMMS (SI+ICC or ACC) • Calsense ET1 • Rain Master Evolution • Toro Sentinel • Signature Constellation • Tucor • Rain Bird IQ Phase 2 (future NPD)

  10. Advantages • Only one communication connection required per site • Enables two-way programming on some systems • Able to view/edit programs at the satellite • On/off sensors can be connected to Router and affect entire site • Disadvantages • No overall system control or coordination • Each Satellite runs its own program and has limited or no interaction with other Satellites on the site • Some systems require separate sensors, MV, etc. for each Satellite

  11. Target Customers • Public Agency/Company that requires control of multiple small to large sites • Multiple Satellites per site • Same person(s) need control at central computer and at Satellite (two-way programming) • Management by committee not a single system manager

  12. Multiple non-contiguous sites: • Architecture Type D • Off-Site Central to supervisory interface (then to additional satellite controllers/decoders) • Products • Motorola Irrinet • Hunter Genesis • Rain Bird Maxicom2

  13. Advantages • Only one communication connection required per site • Enables real-time decision making and control on some systems • Enables cross-control programming on some systems • Enables site-wide control functions like Flo-Manager, FloWatch, Cycle+Soak, etc. on some systems • Sensors (on/off, pulsed, analog) can be located anywhere and used across entire site • Disadvantages • Cannot view or edit programming at the Satellite • Does not provide two-way programming

  14. Target Customers • Public Agency/Company that requires control of multiple small to large sites • Great tool for an independent Water Manager • Multiple Satellites per site • Desire for higher-end features such as flow sensing, flow management, etc. • Dedicated system computer operator • Desires centralized control of system (lock field personnel out of system)

  15. Single contiguous-site applications: • Architecture Type E • On-Site Central to satellite controllers/decoders • Products • Toro SitePro • Hunter Vista/Surveyor • Signature Aurora

  16. Advantages • Only one communication connection required per site • Enables two-way programming on some systems • Able to view/edit programs at the satellite • Some systems provide for on/off sensor inputs that can be connected to Computer and affect entire site • Disadvantages • Each Satellite runs its own program and has little to no communication with other Satellites on site • Limited or no site-wide real-time control and sensor reaction

  17. Target Customers • Single contiguous site application • Same person(s) need control at central computer and at Satellite (two-way programming) • Management by committee not a single system manager

  18. Single contiguous-site applications: • Architecture Type F • On-Site Supervisory Central to satellite controllers and/or decoders • Products • Baseline • Rain Bird StratusII/NimbusII/Cirrus • Rain Bird SiteControl

  19. Advantages • Only one communication connection required per site • Real-time decision making and control • Cross-control programming • Site-wide control of features like Flo-Manager, FloWatch, Cycle+Soak, etc. • Real-time map including GPS integration • PC-based control, easy to add features without changing hardware • Sensors (on/off, pulsed, analog) can be located anywhere and used across entire site • Ability to easily allow internet management of the system • Disadvantages • No two-way programming • No program review or edit at Satellite

  20. Target Customers • Public Agency/Company that requires control of large, single site • Desire for higher-end features such as flow sensing, flow management, etc. • Dedicated system computer operator • Desires centralized control of system (lock field personnel out of system)

  21. Central Control System Architectures • What type of system architecture is popular in your Region? Why? • How can we take advantage of our strengths in your Region? • Questions?

  22. Selling Rain Bird Central Control Against Individual Competitors

  23. Agenda • Rain Master • Calsense • Signature • Motorola • Toro • Tucor • Hunter • Baseline • Acclima/Nelson

  24. RAIN MASTER • Product Lines: • Offsite central to satellite or router • Evolution • Offsite central to satellite or router • Central Control – EV-Central/IM/ET ($12,800)* • 24-station sat – DX24-PWM + DX-HW ($2,917)* • iCentral Internet-based central • Web-based central server • Central Control – 1-year $485 + minimum $16.95/mo per controller* • 24-station sat – RME24EG + EG-ICENTRAL ($2,414)* • Eagle controller plus interface cartridge *Based on 2004 price list

  25. RAIN MASTER • Where they hit us: • No CCU • Two-way programming (modify in field and upload) • Modular software approach – buy what you need • Internet based irrigation control • Up to 16 Sensor inputs per controller • Low/zero flow - Maxicom² now has this! • Simpler programming • Willing to sell software only • Can use CIMIS weather station network

  26. RAIN MASTER • Where we exceed: • Maxicom • CCU optimizes multi-site management at system level while coordinating satellites at the site level • Superior flow sensing. Doesn’t require one MV/sensor per satellite. Flo-Manager/SEEF • Programming flexibility (they limit to 12 programs per controller) • Network-communications capable • More cost-effective for larger systems against iCentral or Evolution • Enhanced hardware surge protection comes standard

  27. RAIN MASTER • Where we exceed: • SiteControl • Superior real-time, site-level management capabilities • Multiple controllers acting in concert for optimal cross controller programming • Interactive map based software • Works with hardwire, UHF and/or decoders • SiteControl offers more tailored modular approach • Network-communications capable • More cost-effective for larger systems against iCentral or Evolution • Enhanced hardware surge protection comes standard

  28. RAIN MASTER • How do we fight: • Sell our architecture philosophy • Products specifically designed for multi- and single site application • Sell our flow management capabilities (Flo-Manager and SEEF) • Complete line vs. just controllers (Maxicom $) • Do you really want field changes to overwrite central? • iCentral service plan costs add up quickly and access fees likely to increase in future • Security - iCentral depends on Rain Master server • Only iCentral communcations option is GPRS, which is expected to become obsolete within next few years • Service and support network

  29. Calsense • Products: • Offsite central to satellite or router • Central Control – COMM1 ($5,150)* • 24-station sat – ET1000-24 ($2,436)* *Based on 2004 estimates

  30. CALSENSE • Where they hit us: • Two-way programming • Ability to learn flow • Ability to read amp draw • Low/zero flow - Maxicom² now offers this! • On-site service plan built into product pricing • Provide installation and water management services in some markets • Can use CIMIS weather station network

  31. CALSENSE • Where we exceed: • Maxicom • CCU optimizes multi-site management at system level while coordinating satellites at the site level • Superior flow sensing. Doesn’t require one MV/sensor per satellite. Flo-Manager/SEEF • ET is stacked versus just a daily value • Enhanced hardware surge protection comes standard

  32. CALSENSE • Where we exceed: • SiteControl • Superior PC-based management capabilities for single site • Interactive map based software • Superior flow sensing. Doesn’t require one MV/sensor per satellite. Flo-Manager/SEEF • Works with hardwire, UHF and/or decoders • ET is are stacked versus just a daily value • Enhanced surge protection comes standard

  33. CALSENSE • How do we fight: • Sell our architecture philosophy (CCU) • Sell our flow management capabilities (Flo-Manager and SEEF) • Global irrigation manufacturer vs. limited distribution • Not available where there is no service capability in place • Complete line vs. just controllers (Maxicom $) • Service and support network • Do you really want field changes to overwrite central?

  34. SIGNATURE • Products: • Multiple Site Central Control • Offsite central to satellite or router • Constellation Lite ($12,160)* • 24-station sat – ($2,930)* • eConstellation • Single Site Central Control • Onsite central to satellite • Single Site Central Control – Aurora • 24-station sat – ($2,930)* *Based on 2004 estimates

  35. SIGNATURE • Where they hit us: • Two-way and peer-to-peer programming • Middle manager (CCU equivalent) is optional • Works with hardwire, UHF or decoders • e-Constellation Internet-based system • Software controller interface feature

  36. SIGNATURE • Where we exceed: • Maxicom • CCU optimizes multi-site management at system level while coordinating satellites at the site level • Superior flow capabilities, including Flo-Manager/SEEF • Enhanced surge protection comes standard

  37. SIGNATURE • Where we exceed: • SiteControl • Superior site-level management capabilities • Superior interactive map capabilities • Easier to program • Enhanced surge protection comes standard

  38. SIGNATURE • How do we fight: • Sell our architecture philosophy (CCU) for multi-site • Sell our flow management capabilities (Flo-Manager and SEEF) • Global irrigation manufacturer vs. limited distribution • Complete line vs. just controllers (Maxicom $) • Service and support network • Do you really want field changes to overwrite central?

  39. MOTOROLA • Products • Off-Site Central to supervisory interface • IrriNET Central – Prices as high as $50K+ quoted • IrriNET CCU equivalent - $14,000* • 8-station Scorpio sat - $2,500* * Estimates from 2004

  40. MOTOROLA • Where they hit us: • Radio communications • Wireless flow sensors/valves • Astronomical clock • Stations can be run directly from intermediary device • Intermediary device is modular • Powered (Scorpio) and battery-operated (Piccolo) controllers • Can broadcast same message to all irriNETs and sats simultaneously.

  41. MOTOROLA • Where we exceed: • Maxicom² • System design flexibility (not dependent on radio alone) • Superior flow capabilities, including Flo-Manager/SEEF • Superior ET capabilities • Programming flexibility (they are limited in lines of code) • Maxicom² offers Site Sat option

  42. MOTOROLA • Where we exceed: • SiteControl • System design flexibility, including decoders • Greater programming flexibility • Superior flow management, including Flo-Manager • Superior weather capabilities, including ET and SmartWeather. • Superior map capabilities, combined with real-time operation

  43. MOTOROLA • How do we fight: • We are an irrigation company, they are a communications company • Have gone through numerous changes in their distribution network over the years (Toro, Thompson, Weathermatic, etc.) • We offer more communications options, not just radio. • Complete line (rotors, sprays) vs. just controllers (Maxicom $) • Service and support network

  44. TORO • Products • Offsite central to satellite or router • Sentinel Central Control ($18,500) • 24-Station Satellite ($5,000) • Toro Decoder Controller TDC-100 ($800-900?) *Prices from 2004

  45. TORO • Where they hit us: • No CCU • Remote control • Willing to give away the Central

  46. TORO • Where we exceed: • Maxicom • Weather programming (Rain Watch, integrated ET calculation) • Programming capabilities (they have only 4 start day patterns per Sat) • Maxicom is specifically designed as a multi-site system • Enhanced surge protection is standard • Communications flexibility – not primarily dependent on radio

  47. TORO • Where we exceed: • SiteControl • Interactive site map – Sentinel has maps for sats only • Weather programming (Rain Watch, integrated ET calculation) • Programming capabilites (they have only 4 start day patterns per Sat) • Enhanced surge protection is standard • Communications flexibility – decoders and sats • Communications flexibility - not primarily dependent on radio

  48. TORO • Where we exceed: • MDC • Software, modem and serial cable included • Upgradeable to SiteControl • Works with standard valve solenoids, not just latching solenoids

  49. TORO • How do we fight: • You get what you pay for • How many systems has Toro gone through? • Sentinel used to be the Eicon system • Previously Toro sold Motorola (MIR5000) • Other previous systems • Network 8000 • OSMAC • VT-2/VT-3/VT-3 Video • LTC

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